21
2015Death of a Salesman – Fact or Fiction?
No, this isn’t an article about Arthur Miller’s Pulitzer Prize winning play about Willy Loman. Instead, I want to address one of the three big myths that were debunked at the recent SiriusDecisions Sales and Marketing Summit last week in Nashville. They reported that popular metrics indicate that buyers are 57% of the way through their purchase process before they engage a sales rep. They…
04
2014Sirius Decisions Interview – From Pitching Products to Selling Value
I discovered this article from a discussion thread on LinkedIn, hosted by Tom Pisello: the roi guy and chairman and founder of Alinean (www.alinean.com) and was so impressed with the quality and relevance of this content that I wanted to re-blog it. So my readers, I hope that you get as much out of this as I did. Recently we had the pleasure of…
11
2014
Which Are You Leading With, Problems or Solutions?
If I were to go to your website right now, what would I see? Would you be talking about your company and how great you are and what wonderful products and solutions you provide? If I did, then today you are clearly in the majority of websites out there. OK, if I had a call from one of your sales people, would they start by…
28
2013
Sales Content Challenges #1
This is the first article in a series on the value and challenges of producing the type of sales content that motivates customers to buy, drives cross selling and provides sales people with the type of content they need to be more effective and productive. I want to thank my good friend, Stephen Diorio of Profitable Channels, for this summary that was taken from…